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Sales Management – (M.A.)
University of Portsmouth
Portsmouth Business School
| Location: | Portsmouth / United Kingdom / View location on map ▾ Hide location on map ▴ | ||
| Duration: | 18 months | Start Date: | February, September |
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| Languages: | English | ||
Location of University of Portsmouth
MA Sales Management is designed for account managers and sales managers with several years work experience. As the pioneer Master's programme for sales managers in Europe, this course has acquired a national and international reputation that will enable ambitious sales managers to differentiate themselves and advance their careers. Portsmouth is the only UK business school listed by the University Sales Education Foundation. The programme is demanding, which brings enjoyment as well as challenges to motivated self-starters.
This programme has been developed and evolved in consultation with alumni, employers, sales trainers and professional institutes. It represents the latest best practice. Our teaching staff have extensive experience in industry and of teaching work-based learners.
This degree will:
* prepare you for senior roles in account management and sales management
* develop your understanding of the role and value of sales management within a strategic context in a variety of sectors
* make you aware of contemporary sales management issues such as integration with marketing, global account management and transformational sales leadership, enabling you to advise on their effects
* develop your critical appraisal skills so you can critique and identify management tools and techniques that are compatible with your employer's requirements, as well as those of other stakeholders, e.g. key accounts
* help you understand the key challenges in achieving results through your salespeople and equip you with ideas and techniques to motivate and lead them
* enable you to create strategic plans and have an awareness of the challenges of implementation
As this is a "top-up" degree, designed for experienced account managers and sales managers, all applicants are required to submit a portfolio demonstrating senior level learning which will account for 90 credits of the 180 credits of this master's programme. Support is provided during this process. After completion of a successful portfolio and registration, 45 credits are earned through assessments for taught units (some of which are work-based projects) and 45 are earned via a supervised self-study project involving original research (dissertation).
Contents
The taught part of the MA Sales Management programme is delivered in four weekend blocks during a five month period, after which there will be a period of self-study so that you can research and prepare your dissertation. We recognise the need to develop a strategic perspective and the units have therefore been designed to extend your knowledge through an understanding of strategy, marketing, human resource management and related topics.
You will study the following units:
* Strategic Sales Management:this unit enables you to explore robust theory and the latest best practice. It has an academic focus that requires an analytical and rigorous approach to the related literature. Topics include: * the strategic role of sales management in shareholder value
* integrating marketing and sales
* customer portfolio management
* key account management
* global/local approaches
* team selling
* technology-supported selling
* corporate governance in sales
* Leading People:this unit explores the concepts of leadership, motivation and performance management, with specific application to sales. Topics include: * managing performance
* leadership and management
* culture, climate and commitment
* job satisfaction, motivation and performance
* high-performing teams and managing change
* Research Management: this unit will help you prepare to undertake primary and secondary research, enabling you to complete your dissertation.
* Dissertation: this major piece of self-study requires you to research, analyse and draw conclusions about a sales management or account management-related issue within your organisation. The dissertation will be a maximum of 15,000 words in length.
On all the units of study you are required to demonstrate an ability to understand, analyse and evaluate relevant theories, concepts and approaches, as well as consider applications of them.
IELTS
You are normally required to take an English Proficiency Test.
Most European Universities recognise the IELTS test.
Take testGRE® revised General Test
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Register Now!Requirements
Five years experience as a sales manager or account manager. The submission of a log-book of prior learning and experience is essential.
English language proficiency at a minimum of IELTS band 6.5 or equivalent, with a minimum score of 6.0 in all individual components.
Language Proficiency
| IELTS Band: | 6.5 |
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